China's Packaging Machinery Market Research Report - PMMI

11. SALES, DISTRIBUTION, AND TERMS OF PAYMENT
11.1 Sales and Distribution
11.1.1 Domestic Suppliers
(1) Direct Sales
Usually domestic manufacturers adopt direct sales, i.e. the sales people promote the
sale face-to-face to the users; offices of the manufacturers are also set up in major
cities such as Beijing, Shanghai, and Guangzhou to explore local markets and
managing after -sale service. Alternatively, manufacturers advertise their products in
specialized newspapers and magazines.
(2) Cooperatio n with other enterprises in the same trade
The manufacturers of some minor parts of packaging equipment tend to integrate
their product with parts manufactured by other manufacturers to provide the
customers with a complete assembly line.
(3) Agency
The same manufacturers as mentioned in point ii adopt sales agency to expand sales
opportunities.
(4) Exhibition
Domestic enterprises of substantial economic strength will attend various expos both
for advertising to promote sale s and for obtaining information about their
counterparts at home and abroad.
(5) Government Purchases
The government purchases packaging machinery for its own use in government run
companies. Government purchases account for a certain percentage in gove rnment
funded projects in an attempt to help the domestic enterprises purchase their
machinery.
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